Research on Negotiation based Bargaining Strategies in e-Commerce

As to price negotiation in e-commerce, a formal model of price bargaining negotiation was constructed. The bargaining strategies of single-issue and multi-issue were researched. In single-issue negotiation, the assessment method of quoted price's utility value was given out, and the bargaining strategy based on bargaining reincarnation number and rivals' bargaining behavior were designed respectively. In multi-issue negotiation, the bargaining strategy based on equivalent utility value was researched and the algorithm of generating quoted price with equivalent utility value was designed, the bargaining strategies in this paper can be used in transaction process of e-commerce effectively.